In the last 90 days have you given a demo, a full-blown quote or proposal, or a presentation to a prospect, and then have them tell you they do not have any money or the project has been put on the back burner or they need to “think it over”? If so, congratulations, you have […]
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Face the facts. You know that most “Think It Overs” are really “nos”. That being the case why not gets the no early instead of late in the process. To do this you must get rid of the “head trash”, that says you’ve got to try to sell everybody. That is not going to happen. […]
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We all know people who never have a good word to say about anything. Comment on what a beautiful sunny day it is and they will complain that they are too hot. Say how much you are looking forward to going to the cinema and they will tell you how awful the movie is. These […]
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